Category Archives: Online Marketing

Google’s Privacy Policy Has Changed

No shock there and what a brilliant move by one of the world’s most sophisticated and craftiest marketers. Simultaneous with delivering what will no doubt be a radically improved consumer experience, they will pull off what’s also best for Google and industry. They’ve carefully drawn the line between PII (personally identifiable information), which naturally and correctly creates all of the pundit angst, and anonymous PII which commercial enterprise has successfully dumbed down to a simple, pain-free, four-letter word: data.  This is “Synergy” at the highest order, where three constituencies all benefit from ubiquity without inflicting long-lasting damage. 

Short-term suffering is always part of a more frictionless society but, over and over again, consumers have voted with their fingers and wallets.  The anti-piracy pressure applied two weeks ago was a much more stunning victory than Romney beating Gingrich in Florida. But, the story is long gone.  Despite the power of digital marketing for commercial entities to make good on threats by shutting down their websites, people proved they care more about convenience and efficiency than a just price for easy access to what copyright laws portend to protect.  Facebook’s $80-$100B IPO valuation will be another affirmation that the privacy train left the station a long time ago.

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7 Predictions for Holiday 2011

Where are customers hiding? Or are they?

1.  Those who don’t have to do without, won’t.  Luxury spending is on a steep rise despite the down economies in the US and Europe.  Three years of a deep recession and 9%+ unemployment aren’t dampening the spirits of the bulls-eyed 1%.  Even NY State’s Governor Andrew Cuomo won’t hit the millionaire wallet and handbag.  States need every taxpayer they can get.

2.  Ecommerce, the at-once General Admission concert seats and genteel private entrance, will continue to capture increasing growth and wallet-share.  Led by search online and directed increasingly to handheld devices and tablets, consumers at home get the guilty pleasure, special discounts, free shipping and radically improved shopping experiences that they rarely get after sitting in traffic to get to their favorite retail store.

3.  Brands that integrate their marketing channels will win.  Consumers think they are already.  Most aren’t.  Those that don’t may not see what’s happening underneath their sales numbers given the likely positive Holiday growth numbers.  Like most consumer-led disruption, though, future declines won’t be polite.  Just ask NetBook manufacturers and the company trading under the symbol NFLX (Netflix).  Click here for the latest in multi-channel whitepapers.

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September’s Facebook Page Upgrades – Are You Ready?

In addition to reaching two new milestones – 800 million worldwide users and 500 million users noted in one single day – Facebook rolled out a suite of upgrades that will necessitate changes to your channel strategy.  Below is a quick summary  to  guide you through the key changes:

  • Like: A paradigm shift; users no longer need to “Like” your page in order to post a comment or view all your content.  This poses challenges to Brands.  Do you have Facebook exclusive content and fan gating in place to entice new fans to press the Like button? What is your strategy to attract and retain fans?
  • Sharing: Brands can now view the number of shares and more importantly, the comments and corresponding audience with whom the content was shared.
  • EdgeRank and the News Feed: Content definitely rules in the revised delivery system, dictating the importance of a vibrant content strategy:  Personal page content is no longer ranked as “Most Recent” or “Top News.”  All content shows in a fan’s newsfeed, but Facebook prioritizes the content based on its relevancy to the recipient, and content that is not considered meaningful is relegated to the new Ticker which streams content in a “Tweet” style on the right side of the page.  Bottom line, if your content is not considered compelling (meaning it doesn’t generate significant comments and interactions) your communications will fall way down the road on a fan’s newsfeed, decreasing the likelihood of your content being served. In this new game, content is definitely king.  Is your content strategy up to the task at hand? Continue reading
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Holiday 2010: Lessons Learned from Online Shopping

Most e-commerce professionals of consumer goods spend the majority of their year preparing for the holidays.  In fact, as hard as it may be to comprehend in this relatively slow week between Christmas and New Year’s, in just a few weeks we will be back at ground zero for 2011 holiday planning.  To set the stage for that, here are some trends from 2010’s online shopping that may help shape strategies for the coming year.

Growth – Per MasterCard SpendingPulse, online sales surged 15.4% this year with some key pockets growing faster than others (apparel at +11.2% and jewelry at +7.2% were two notable categories).  Despite best efforts and lessons learned in prior years, some websites still couldn’t handle the sustained traffic generated on key holiday shopping days.  There needs to be an effective way to test for this earlier in the year with plenty of time to work out problems associated with overloading the site.

Online Advertising Budgets - The volume of online shoppers back in Holiday 2009 took a lot of marketers by surprise and budgets were expended before shipping cutoffs.  As a result, lots of advertisers had to shut down their online campaigns which resulted in less competition and lower CPCs during key shopping days.  Because of lack of budget, few advertisers were able to leverage those favorable factors.  This year, marketers budgeted appropriately and built-in flexibility to scale as needed so as not to have ad campaigns go dark on key shopping days.  This is a particularly important safeguard since conversion rates and average order values are higher during the holiday than at other times of the year, and marketers definitely do not want to leave extraordinarily great business on the table by going dark.

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Oil Spill Disaster: What It Could Mean for Ecommerce

Disclaimer: I’m not a meteorologist or have any expertise in oil spills or environmental disasters.  But, I can read.  Because the story is still evolving, the truth is clear.  Video doesn’t lie.  Even BP admits to pretty much what the environmentalists say.

Every day, the impact hits me a little bit harder, but it’s cumulative.  It seeps into my daily business thoughts.  I’ve been calling this an economic disaster since the day it happened.  Ground Zero:  April 20, 2010.

Estimated Oil Spill as of 4/22/10

An acquaintance and client, Jerry White from the Landmine Survivor Network (now Survivor Network), calls landmines ‘weapons of mass destruction, one at a time’.  The BP calamity falls into the same category.  Most Americans can’t see it, touch it, watch it, or even imagine it.  Less than 10% of the population has direct access but 100% of us are going to feel it.  It will reverberate and seep into the economy in an insidious way starting with Wall Street and, then, onto Main Street.

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PM Digital Is Fastest Growing Search Engine Marketing Agency

PM Digital has placed in the top five search engine marketing agencies in the 2010 edition of Internet Retailer’s Top 500 Guide of the largest retail websites in the U.S. and Canada. The agency also achieved the greatest year over year growth of 125 percent, adding ten of the top retail clients for a total of eighteen –- more than any other search engine marketer.
 
PM Digital’s eighteen retail clients, which include Bloomingdale’s, Spiegel, and The North Face, among others, together earned more than $4.4 billion in online sales in 2009.

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Creative Must Play a Critical Role in Marketing Strategy

The iPad.  Google this, Google that.  Yahoo/Bing.  Rue La La.

Finally, amid the fierce competition in direct marketing, those who create and tell the stories — the imaginative creative voices — are gaining back their seat at the solution table.  And, they should.  Media, marketing, technology.  None of it will spark interest if consumers are not first engaged, then captivated.  It’s the work of the designers, the writers, the artists, that capture that moment.

Strategy and creative are twins and need to live side-by-side, breathing life into ideas. With communication as complicated as it is today, the message must be seamless and integrated.  That can’t happen without intimacy, and intimacy happens best when there is a shared sense of purpose and priority.

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Online Marketing Meets the Presentation Layer

Forget about controlling your customers and dive deep into the essentials of messaging and brand.

Marketers love control. We crave it. We want to own the discussion. Setting the parameters of the interactions that our brands have with our consumers is our professional mission.

Many marketers have “grown up” in one-way media, be it television or print or catalog. In these experiences, the terms of the discussion were at the control of the marketer. By and large, we decided what our customers saw and heard.

But with the advent of the internet, our control has started to slip away. We control the presentation on our own websites (mostly), and in the early days of the internet, that was sufficient. As the dynamic nature of the internet and social media and search has evolved, it has become harder and harder to get the consumer to our little corner of the world, where their experience is shaped by our vision. Now we must attract them to that experience through multiple presentation layers that are the discovery mechanisms from which consumers self-select their interaction with us.

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How Do You Take Your Growth: Super-Caffeinated or Regular?

In Digital and across channels, 2010 has brought with it something we haven’t seen since 2007: investment growth.  Businesses are investing in building their customer base and growing top-line. The range is from cautious (3%-5%) to modest (5%-7.5%) with a few on the aggressive edge (+10%), but there is no more positive a sign than businesses putting cash back into their future.

Whether it’s the realization that expense cutting won’t grow profits, or investor pressure — private equity, venture capital or otherwise – for valuation and distributable cash increases, it’s all good for marketing.  Depending on which group you’re listening to, private equity and venture capital investing is back in vogue and 4Q 2009 trends showed more deals than in the prior nine months.  And, early stage venture capital is, again, finding its way into web 2.0 and 3.0 technologies which are early bellweather indications for the durability and sustainability of the investments.

Based on last month’s eTail show, Shop.org, this week’s SES conference and a recent technology summit I slipped into while staying in a NYC hotel, the number of exhibit hall booths from new companies is surging.  Most won’t survive, but they’re pushing the status quo even at Google where new offerings are accelerating at an astonishing rate.  Do check out the beta of Google’s new Search Funnels that allows advertisers to see through brand-assist keywords’ connection to trademark terms.

Although not an exhibitor anywhere, a new fave and current fascination is Polyvore, a voyeur’s fashion website birthed in 2007 with Matrix Partners, Benchmark Capital and Harrison Metal venture capital.  While The New Yorker calls it “The world of virtual Anna Wintours”, I prefer Polyvore’s VP of product management’s description: “Our mission is to democratize fashion. To empower people on the street to think about their sense of style and share it with the world.”  It’s passion, in a category that’s anything but casual, a user-generated content engine, on a social media platform, with easy-to-use tools where users can buy what they create (or, a look someone else designed), right now.

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Guide to Online Marketing Conferences and Trade Shows, Part 2

Below is the second installment of our trade show roundup with thoughts and recommendations for some of the key conferences for online marketers.

Internet Retailer – Internet Retailer currently hosts two key shows each year – the Web Design & Usability Conference which was just held last week in Orlando, and the larger Internet Retailer Conference & Exhibition in June.  This year’s main conference will be in Chicago from June 8-11.   If you are actively involved in web design, the February show would be valuable to attend.  For more general retail info, I am a big fan of the June show.  It draws a huge crowd (great for networking and exhibiting), and there is a ton of great content.  Our clients also rate this show highly for value and time well invested. 

Shop.org – Shop.org hosts several conferences throughout the year.  The best known and largest of all the online retail shows is the Shop.org Annual Summit in the fall.  This show has frequently been held in Las Vegas , but it’s moving to Dallas for 2010.  The change is unfortunate as I predict they are going to take a hit on attendance.  The Mandalay Bay venue in Las Vegas was much loved and Dallas pales by comparison.  The Shop.org shows have the reputation of being extremely retailer-focused, as opposed to eTail which is more vendor-focused.  Shop.org has retailer-only days and retailer-only events.  But despite their somewhat heavy-handed non-vendor stance, there are many sponsorships available to vendors, although some (like the vendor-hosted tables on retailer-only day) come with a pretty hefty price tag.

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